Job Description:

Job Description – Area Head, HL/LAP

Position: Area Head – Home Loans & Loan Against Property (HL/LAP)
Department: Retail Assets
Location: Mumbai,Thane
Reporting To: Regional Head / Zonal Head
Experience: 8–15 years in Retail Assets, preferably HL/LAP

Role Purpose

To drive business growth, profitability, portfolio quality, and customer acquisition for the Home Loan and Loan Against Property business across the assigned area. The role will be responsible for managing branches/teams, building sourcing channels, strengthening market presence, and ensuring compliance with credit and operational processes.

Key Responsibilities

1. Business Growth

• Achieve monthly, quarterly, and annual disbursement and AUM targets for HL/LAP.
• Drive business through branches, DSAs, connectors, builders, property dealers, and other sourcing channels.
• Develop and execute area-level business plans based on market potential.
• Identify new markets, customer segments, and sourcing opportunities.
• Improve productivity and conversion ratios across the sales funnel.

2. Team Management

• Lead and manage Area/Branch Sales Managers, Relationship Managers, and other sales personnel.
• Set individual and team targets and monitor performance regularly.
• Conduct periodic reviews and provide coaching, training, and on-the-job guidance.
• Build a strong performance-oriented sales culture.
• Support recruitment, onboarding, and retention of key team members.

3. Channel & Relationship Management

• Develop strong relationships with DSAs, connectors, builders, brokers, and other business partners.
• Identify and onboard productive sourcing partners.
• Monitor partner productivity, quality, and compliance.
• Strengthen referral and cross-sell opportunities.

4. Credit & Portfolio Quality

• Ensure quality sourcing with adherence to defined credit policies.
• Work closely with Credit, Operations, Legal, Technical, and Collections teams for smooth processing.
• Monitor delinquency, bounce rates, early defaults, and portfolio quality.
• Ensure proper documentation and adherence to KYC, policy, and regulatory requirements.
• Take corrective action on high-risk portfolios and sourcing channels.

5. Customer & Market Management

• Understand local market dynamics, competition, property trends, and customer profiles.
• Build relationships with key customers and resolve escalated issues.
• Improve customer experience and turnaround time.
• Track competitor activity and provide market intelligence to senior management.

6. MIS & Governance

• Monitor daily/weekly/monthly business performance against targets.
• Prepare and review MIS covering sourcing, sanctions, disbursements, productivity, TAT, and portfolio quality.
• Ensure adherence to internal controls, audit requirements, and company policies.
• Conduct regular pipeline reviews and ensure timely closure of pending cases.

Key Performance Indicators (KPIs)

• Monthly/Quarterly/Annual Disbursement
• AUM Growth
• Sanction & Login Volumes
• Conversion Ratio
• Average Ticket Size
• Branch/Employee Productivity
• DSA/Channel Productivity
• TAT
• Cost of Acquisition
• Delinquency / Bounce / Early Default
• Portfolio Quality
• Customer Retention & Service Quality

Candidate Profile

• Graduate/Postgraduate; MBA/PGDM in Finance/Marketing preferred.
• 8–15 years of relevant experience in HL/LAP, Retail Assets, Housing Finance, NBFC, or Banking.
• Proven experience in managing a multi-branch/area sales team.
• Strong understanding of secured lending, property evaluation, credit processes, and local market dynamics.
• Strong leadership, relationship management, negotiation, and analytical skills.
• Ability to drive business while maintaining portfolio quality and compliance.

Core Competencies

• Sales & Business Development
• Team Leadership
• Channel Management
• Credit & Risk Understanding
• Portfolio Management
• Market Development
• Stakeholder Management
• Analytical & MIS Skills
• Customer Orientation
• Execution & Target Orientation